Enterprise Account Executive, Australia

Descope

Melbourne +1 more

On-site

Who this role is best for

Strong fit for enterprise sales professionals with technical acumen who build and execute territory strategies, grounded in technical stack and collaboration pattern

Best fit for

Candidates with 7+ years of enterprise SaaS sales and a history of territory expansion in Australia
— “7 or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions”
Individuals who can bridge technical identity solutions with business outcomes and engage with CTO-level stakeholders
— “Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers”
Those with a collaborative mindset and ability to work cross-functionally with engineering and leadership teams
— “Partner closely with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience”

Things to consider

Travel is expected across the territory to develop and maintain relationships with stakeholders
— “Travel throughout the territory as needed to develop relationships with customers, prospects, and partners”
The role demands a deep understanding of identity and authentication technologies, not just sales experience
— “Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred”

How to stand out

Highlight your ability to build pipeline from scratch through outbound efforts and partnerships
— “Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound”
Showcase your experience in displacing legacy systems and managing complex migrations
— “Experience successfully displacing established incumbent technologies and navigating complex migration or modernization initiatives”
Emphasize your technical discovery skills and ability to translate them into business value for clients
— “Clearly communicate Descope’s value and connect modern identity solutions to each customer’s technical priorities and business goals”
Demonstrate your track record of exceeding revenue targets and growing enterprise territory presence
— “Consistently meet and exceed revenue targets while driving year over year territory growth”
Position yourself as a strategic territory planner with a focus on long-term enterprise account growth
— “Build and execute a territory plan that generates pipeline, advances opportunities, and delivers predictable bookings”

Pace · Fast PacedCollaboration · MediumAutonomy · HighDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

Generated new logo pipeline across Australia
Exceeded revenue targets

Typical background

7+ years of demonstrated success in enterprise sales

Skills & requirements

Required

Enterprise SalesTerritory ManagementSales Cycle ManagementTechnical DiscoveryNegotiationCustomer Relationship ManagementMarket Analysis

Preferred

Displacement Of Established TechnologiesComplex Migration InitiativesNetwork Of Enterprise Technology Leaders

Stack & domain

Enterprise SaasCybersecurity SolutionsSalesTechnical DiscoveryIdentity SolutionsAuthenticationMFASSOMcp/ai Agent AuthenticationSales CycleNegotiationTechnical PrioritiesBusiness GoalsTechnology PartnersChannel PartnersIndustry RelationshipsCustomer ExperienceMarket PresenceTerritory GrowthPipeline GenerationOpportunity AdvancementPredictable BookingsProductEngineeringSecurityArchitectureExecutive LeadershipCustomer SuccessMarketingLeadershipCollaborationCommunicationProblem-solvingInnovationTeam DevelopmentEnterpriseSaasCybersecurityIdentity

About the role

Original posting from Descope via Greenhouse

About Descope
Descope is a developer-first identity provider for customers, partners, and AI agents. Our drag-and-drop approach to identity enables developers to easily deploy authentication, MFA, SSO, and MCP/AI agent authentication without writing custom code.
Descope is trusted by over 1000 organizations in production, including GoFundMe, Databricks, GoodRx, Linktree, and You.com. The company has $88M in seed funding led by Lightspeed and Notable Capital.
We're "descoping" agentic and external customer authentication work from developers' daily lives while helping organizations turn identity into a business enabler. Come join us!
This Founding AE role is based in Melbourne or Sydney Australia only.
What You’ll Do:
Develop and execute a short and long term strategy for generating new logo pipeline across Australia
Consistently meet and exceed revenue targets while driving year over year territory growth
Build and execute a territory plan that generate pipeline, advances opportunities, and delivers predictable bookings
Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and executive leadership
Own the complete sales cycle, from initial prospecting and technical discovery through negotiation and close
Clearly communicate Descope’s value and connect modern identity solutions to each customer’s technical priorities and business goals
Leverage technology partners, channel partners, and industry relationships to identify and create new opportunities
Partner closely with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience
Build a strong presence for Descope across the Australian market
Travel throughout the territory as needed to develop relationships with customers, prospects, and partners
What We’re Looking For:
7 or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions
A strong track record of building Australian territories, acquiring new enterprise customers, and consistently exceeding revenue targets
Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers
Strong technical discovery skills and the ability to communicate effectively with developers and technical leaders
Experience connecting complex technical solutions to meaningful business outcomes
Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred
Excellent communication, negotiation, and presentation skills across both technical and executive audiences
A confident, driven, and collaborative approach, combined with the humility required to succeed as part of a team
Nice to Have:
Experience successfully displacing established incumbent technologies and navigating complex migration or modernization initiatives
An established network of enterprise technology, security, and engineering leaders across the Australian market
Experience selling CIAM, IAM, developer infrastructure, cybersecurity, or other highly technical platforms into large enterprises
Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound—not solely relying on inbound opportunities
Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities
Descope is an equal opportunity employer. We hire people based on their skills and impact, nothing else. We’re committed to a fair and transparent process across every stage of employment.
Final offer will depend on experience, skills, location, and overall market data. We also consider leveling, scope, and internal equity to make sure offers are fair and consistent.
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Source: Descope careers (Greenhouse)